India will be among the fastest growing markets in the SMB space

Tell us about Ciscos recent channel expansion plan. What is the Select

Certification Program?



We have a strong channel network with over 1,000 resellers in 100 cities;

the network gives Cisco a nationwide footprint for networking products and

solutions. We plan to add 600 new partners specifically certified to cater to

SMB customers, especially in tier-2 and tier-3 markets, shortly.

The Select Certification Program is part of our award-winning Cisco Channel

Partner Program. This new certification will differentiate, recognize, and

reward Cisco channel partners that have a focused business practice selling into

this market.

What is the objective behind Ciscos thrust on the SMB segment?



SMB is the fastest growing segment for Cisco in India and worldwide. According
to a recent Nasscom report, by 2008 nearly 50-60% of the total IT spend in India

is expected to come from the flourishing SMB segment. India will be among the

fastest growing markets in the SMB space with the IT spend set to grow over 20%

in 2008 to $9.6 bn.

Cisco is primarily known as a high-end product brand and is associated

with higher cost. How do you plan to break that image?



Ciscos SMB market strategy worldwide involves helping customers create a

sustainable and competitive advantage, improve their operational efficiencies,

increase their employees productivity, and boost their revenues and

profitability. The strategy combines all crucial elements of Cisco solutions and

services, including intelligent services, growth technologies, strategic partner

assistance, and world-class service and support.

What kind of customized solutions do you have to offer to your SMB

clients?



Cisco has designed SMB Class solutions considering the requirements of SMBs

and has been educating the SMB customer with its benefits. Ciscos Integrated

Services Router (ISR) is a typical example of an SMB class product combining the

benefits of voice, data, and video.

Piyali Guha



piyalig@cybermedia.co.in